Enterprise Account Executive

🔥 0 minutes ago

🏖️ New Jersey, Maryland, +2 more states – Remote

🏖️ New Jersey – Remote 🦀 Maryland – Remote ⚔️ Virginia – Remote ⛰️ West Virginia – Remote

💵 $130k - $160k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

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Fortra

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

🔒 Cybersecurity

☁️ SaaS

🤝 B2B

💰 Private equity on 2021-06

Cybersecurity • SaaS • B2B

Fortra is a cybersecurity company that provides data-centric security solutions to help organizations discover, classify, and protect sensitive data across endpoints, networks, and cloud environments. Its product portfolio includes cloud data protection, data classification, data loss prevention, brand protection (domain monitoring, phishing protection, social media monitoring, dark web monitoring), offensive security and penetration-testing tools, secure file transfer, managed security and compliance services, and solutions to support safe AI adoption. Fortra primarily serves enterprise and B2B customers across regulated industries to reduce exposure risk, prevent breaches, and strengthen cyber posture.

📋 Description

• Sell Fortra's Data Security and Brand Protection portfolio to mid-market and enterprise organizations • Drive revenue growth through new customer acquisition and expansion of existing customer relationships • Own and execute a territory strategy • Develop and maintain a healthy pipeline through prospecting, partner engagement, marketing-generated opportunities, and account planning • Collaborate with Sales Engineering, channel partners, and internal stakeholders • Conduct account research and discovery to understand customer priorities, challenges, decision-making processes, and growth opportunities • Build relationships with business and technical stakeholders, including executive decision-makers • Use research, data, and AI-enabled tools to prepare for customer interactions • Serve as a trusted advisor and guide customer purchasing decisions • Lead complex sales cycles from qualification through close • Coordinate resources across Sales Engineering, Product, Channel, and Executive teams • Apply MEDDPICC principles and customer-aligned success plans • Advance strategic multi-product and multi-year opportunities • Identify cross-sell and upsell opportunities across Fortra's portfolio • Maintain accurate pipeline, opportunity, and forecast information • Provide regular updates on sales activity, deal progression, and expected outcomes • Share best practices, market insights, and customer learnings • Participate in win/loss reviews and customer feedback discussions • Pursue ongoing learning, coaching, and professional development • Perform other duties as assigned

🎯 Requirements

• Bachelor’s degree or equivalent experience • A minimum of 8 years carrying a quota and closing B2B software in mid-market or enterprise accounts • Field sales, not inside sales • A minimum of 3 years selling security against named competitors • A minimum of 3 years selling in SLED and healthcare verticals • Data security, DLP, DSPM, data classification, insider risk, SSE/CASB experience strongly preferred • Email security or brand protection also considered • At or above quota in at least two of the last three full years, and able to back it up • Multiple $100K+ deals closed with an economic buyer at the CISO, CIO, CFO or VP level • A meaningful share of closed business sourced by you, not handed to you • Located within the territory today

🏖️ Benefits

• Health, dental, and vision coverage as of hire • Immediate enrollment in 401(k), HSA, and FSA plans • Flexible PTO policy • Tuition and personal enrichment reimbursement • Option to enroll in ID Theft Protection Program • Personal and professional development opportunities • Flexibility • Competitive benefits and salaries